AMA: Fastly Senior Director, Global Sales Enablement, Andrew Zinger on Discovery Tactics
February 12 @ 10:00AM PT
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Ironclad Senior Global Director, Revenue Enablement • 1y
Great question - I find incorporating customer feedback and the insights you learn from discovery discussions into your sales process is key to driving future engagement ...
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Ironclad Senior Global Director, Revenue Enablement • 1y
Great question - I think it is just as important to 'disqualify' deals than it is to 'qualify' them in - this allows you to focus on deals that have the greatest opportun...
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Ironclad Senior Global Director, Revenue Enablement • 1y
I am so glad you asked this question - discovery and storytelling is such a huge passion of mine, so happy to share my perspective:Best Practices I See From Top-Performin...
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What is the best way to phrase a question to get the info you need when it feels like they aren't telling you the whole story?
Ex: Their actions and their words aren't adding up
Ironclad Senior Global Director, Revenue Enablement • 1y
Ah...this is a situation every seller with encounter. The way I see it, a good way to phrase a question when you feel a prospect isn’t sharing the full story with you is ...
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Ironclad Senior Global Director, Revenue Enablement • 1y
Here are some of my tips on how to qualify an internal customer championA true champion should have:1. Influence – Can they drive internal conversations and decisions?2. ...
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